Regional Account Manager Northern CA
Summary:
The successful Regional Account Manager for Northern CA has a passion for directly managing key accounts to drive both short- and long-term revenue growth by seeking out and acquiring new customers and nurturing relationships with existing customers.
Provide top level customer service, support, and satisfaction.
As part of this role, the Regional Account Manager is expected to learn the flour and commodity market, develop and execute their Sales Plan, utilize provided sales tools and resources, implement a Sales Process and Sales Operating System, and contribute as a key member of the team.
Salary Range:
$120,000 - $140,000 per year Primary Duties:
Flour Sales and Account Management
Drive incremental sales in assigned accounts utilizing sales strategies and objectives established to increase market share, maximize sales revenues while increasing profit margins and ensuring excellent customer service.
Identify new customers by studying the marketplace and trends, estimating sales volume, and qualifying potential customers.
Provide account services, which ensure high post-sales satisfaction, and facilitate positive long-term relationships within the designated geographic area across multiple customer market channels.
Strategically develop, present, and close new business opportunities by clearly understanding customer requirements and expectations and effectively managing resources to achieve the new business objectives.
Actively manage relationships with current and potential customers and negotiate request for proposals to maintain and enhance business.
Manage the company risk positions, including month end pricing and contract balances.
Calculate prices of flour as well as monitor and provide insight regarding margins in the market.
Provide customer guidance around purchasing as needed.
Direct and manage flour sales through sales organization and distributors, brokers and agents.
Generate and maintain a sales forecast and measurable metrics for accounts assigned.
Develop and maintain a thorough understanding of the assigned markets and actively monitor, communicate and act upon changes relevant to customer, market, competition and internal capabilities.
Demonstrates understanding of how customers organization operates and how to influence decisions and gain commitment
Sells effectively by following a disciplined process, listening to the customer and leveraging his/her knowledge of the offer to appropriately differentiate and match company solutions to customer needs
Demonstrates compliance with the sales operating system by:
Following the defined Sales Process
Consistently forecasting a sales pipeline with sufficient activities planned to achieve sales team revenue and profitability goals
Proactively communicating unexpected increases or decreases in customer demand
Submitting reports to management on a timely basis, with an effective overview of progress towards goals, key milestones accomplished, challenges as they arise
Utilization of CRM software for everyday sales functions Leadership:
Helps build strategic relationships by understanding and articulating company value, building relationships at all levels, gaining access to key decision makers, and leverages referrals
Remains current on customer preferences and options, by attending meetings, shows and/or conferences
Ability to build trust to establish client relationships in which confidence is placed, to establish a common ground or understanding and be credible in the industry
Demonstrates understanding of how the businesses operates including strategy, profitability, and operations
Works closely with operations, finance, quality, and procurement to ensure all stakeholders within the organization concur on business viability
Supports the consistent implementation of company initiatives
Always presents a professional image in appearance, communications, and interactions
Follows processes and requirements by working within the guidelines established by Miller Milling and industry
Provides regular, open, and transparent communications with sales management regarding successes, challenges, and changes
Stays aligned with company on goals, strategies, processes and key decisions Requirements:
Develop and foster strong and mutually beneficial relationships
Technical learning picks up on information and insights quickly
Comfortable and confident dealing with ambiguity and learning on the fly
Proactively learns and seeks out information without a great deal of structure or direction
Effective oral and written skills (including grammar)
Good listening skills and retention
Excellent organizational and time management skills
Qualifications:
Bachelors degree in Business, Ag Business, or related field
Minimum 5 years sales experience in commodities, grain merchandising, or food ingredients.
Must be based in Northern California Region
Remote position but requires travel to mill location at least 1x per week
Willingness and ability to travel up to 50% of the time Recommended Skills Account Management Active Listening Business Development Business Planning Calculations Communication Estimated Salary: $20 to $28 per hour based on qualifications.
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